PITCH PERFECT

TITLE

TITLE: Logo + Tag Line + Contact Info

NOTES: First Impressions Matter! – Get their attention! Be

enthusiastic – Build a connection with your audience.

Gives signs that you are confident, capable and

organized.

Don’t forget the 3 C’s of good presentations: Crisp,

Coherent and Compelling.

Tell a story………that matters to your audience.

PAIN POINT

PROBLEM / PAIN POINT: Bold one line statement +

Supporting customer validation data

Notes: Don’t forget the gain points as well.

What is the unsolved problem or need? • Do you have supporting

metrics/corroboration? • Why has the problem not been solved

until now? • Remember – Customers buy if they experience need

or want.

Good storytelling can help the listener “feel” the pain. Make the

problem a reality and not an abstraction.

You have found the antagonist for your story.

PRODUCT OR SOLUTION: What you do + List of benefits + Show screen shots / demo. Does it make the pain go away?

• NOTES: What does it do and how does it work? • Do not get too detailed- Assume technical matters will be validated later.

• Use pictures or diagrams (visual cues) where possible.

• How does it fit within the customer’s environment?

• Are you solving a must have need? Is your product or service the solution to a major pain point in your industry? Are you innovative and a market disruptor?

• What proof of concept have you achieved? Prototype? Beta?

• Value created. Value communicated. Value delivered.

VALUE

MARKET: Description of market + Size of

addressable market

• NOTES: Willing and able buyers that you can reach

• Market Opportunity Analysis. Do the math.

• Consider Initial Target Market: subset of the addressable

market for whom the value proposition is truly compelling and

obvious at product introduction. “Low hanging fruit.”

• Personify your market if you can. The power of buyer

personas.

• Start to tie your story together. The Product Market Fit.

MARKET

PROGRESS / TRACTION: Phased timeline +

Goals + Description of what has been

accomplished thus far

• NOTES: What is your current status? Use accurate words to

describe phase of development: “it does” vs. “it will”. What

does your timeline look like? Can you demonstrate

momentum? What have you accomplished recently? What

do you plan to focus on next?

• What’s the next chapter in the story?

TRANSACTION

COMPETITION: Competitive Quadrant/ Graph

+ Differentiators . Positioning Map.

• NOTES: What’s your underlying magic? • What are

your differentiators• Avoid the “no-competition

trap”

• Status quo is a real option for customers. Maybe

substitutions as well.

• The competition should be respected. An

honorable foe.

COMPETITION

TEAM: Who they are + What they do

• NOTES: Prior successes • Exude Balance &

Cohesiveness • Compelling snapshots.

• Does the audience want to be member of the

team and part of the story. A soft close.

TEAM

REVENUE MODEL: How do you make money?

+ Basic Projections

• NOTES: Timing and frequency of buying decision

and payments• Average $/purchase? • Example

descriptors about types of revenue: Direct Sales,

Professional Services , SAAS , Licensing, Data Broker,

Subscription, Advertising, Value Added Reseller

• This can be your happy ending. Make it a

believable one.

REVENUE

CUSTOMER ACQUISITION & CHANNELS:

Strategies for Conversion + Delivery.

• NOTES: How you get your customers and what

costs? • How you actually deliver solution to

customers?

• Awareness. Interest. Desire. Action.

• How do channel partners help create and deliver

value?

CHANNELS

• Practice makes perfect.

• Intros and hand-offs matter.

• You tell the stories, not your slides.

• Speak in headlines! Add benefits and CTAs.

• Conversational and from the heart.

• Do have command of key details, especially numbers.

• Paint of a verbal picture of your value.

• Build excitement but no surprise endings.

• Get them ready for the next chapter. An action plan.

• Anticipate tough questions.

HINTS